Sales Performance Blog

Welcome to the Janek Performance Group blog page.

23 Aug 2017

4 Values That Make a Sales Manager a Good Role Model

By: Justin Zappulla

The role of sales manager comes with many responsibilities. You have goals to reach, relationships to build, and accountability for an entire team of sales professionals, each with their own strengths, weaknesses, and challenges. One of the most effective and often overlooked ways to be a good..

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06 Jun 2017

Why Effective Sales Talent Onboarding is a Team Effort

By: Justin Zappulla

Do you remember the first person who talked to you about the importance of teamwork? Was it a parent? A coach? A teacher? Whoever it was, it’s probably safe to assume that the same principles were shared with them at a young age. Teamwork is a common thread that weaves its way throughout our lives,..

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02 May 2017

How to Protect Your Sales Team From Burning Out

By: Nick Kane

Sales can be a demanding profession due to the numerous ups and downs that come with the job. A fast-paced and highly competitive environment combined with stress and pressure can be a challenge for even the highest-performing sellers. Here are some suggestions to help combat burn-out syndrome:

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28 Apr 2017

5 Rookie Mistakes New Sales Managers Should Avoid

By: Justin Zappulla

Becoming a successful sales manager is not a process that unfolds overnight. Top sales managers earn their stripes by taking strategic steps to combat the sales challenges that face them every day. During their formative years in their new role, they resist the urge to become rigid enforcers of a..

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18 Jan 2017

Traits to Look for in a Good Sales Trainer

By: Justin Zappulla

At Janek, we’re fortunate to have great sales trainers who’ve been with us for years. But from time to time, we’ll also welcome new hires to the staff when an individual with an exceptional background in sales and education applies to become a sales trainer for us. Among other things, the steady..

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11 Jan 2017

How to Deal With Anxiety Around Aggressive Sales Targets

By: Nick Kane

It’s a new year, and that means new sales targets are on the horizon. In all likelihood, they have been scaled up from prior years.

Announcing the annual sales target could cause your sales team frustration and fill their minds with anxiety-ridden questions:

  • “Will I be able to meet my company’s..
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04 Jan 2017

Tips on Coaching the Millennial Salesforce

By: Justin Zappulla

In last week’s blog we set out a case for why onboarding millennials to your sales team will benefit your organization. Now we want to cover some specific realities and challenges that come with having millennial sales professionals on your team, and talk about best practices for coaching them.

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19 Oct 2016

4 Time-Tested Techniques to Improve Sales Coaching Feedback

By: Nick Kane

The majority of sales leaders and sales professionals understand the value of sales coaching. Despite that widespread awareness, we often bear witness to the same challenges sales managers deal with when it comes to conveying feedback to their staff. In particular, how to evaluate performance and..

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03 Aug 2016

How Listening Will Make You a Better Sales Manager

By: Justin Zappulla

The job of a sales manager is not limited to meeting company goals and reporting to the C-suite – it’s a challenging role that includes juggling multiple competing priorities. Today’s sales managers not only manage their teams, they provide coaching and support, and they make themselves available..

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18 May 2016

Infographic: How to Strengthen the Impact of Your Sales Presentation

By: Janek Performance Group

When delivering a sales presentation to your customer, her needs and your solutions must be at the core of your presentation. However, there are a few tactics you can leverage in order to strengthen the impact of your delivery and take your presentation to the next level. These include social..

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